Position Title: Territory Sales in charge
Function: Sales
Internal
Key Stakeholders:
- Sales Admin,
- Depot,
- Quality
External
- AW & AWSM,
- Retailers,
- Wholesalers (W/S)
Educational Qualification: Graduate
Desired Competencies
Market Execution, Business Development, Channel Partner Management, Selling & Negotiation,
Key Responsibilities
Ensure achievement of secondary sales targets
- Setting objectives for AW
- Breaking objectives for AWSM (beat-wise)
- Ensure communication of objectives to AW
- Periodic tracking of objectives
AW Management
- Align, support & motivate AW to meet business objectives
- Ensure adequate infrastructure & systems
- Act as a commercial interface between AW & BIL
Coach, manage & evaluate AWSM performance
- Coach AWSM on BIL best practices & WOW
- Train AWSM on Sales Call Process
- Evaluate their performance Periodically
- Provide on the job support / guidance for addressing territory specific issues
Ensure adequate service level in market & build business in existing & new outlets
- Ensure adequate servicing at dealer points
- Maintain relations with existing dealers
- Increase the depth and width per dealer
- Prospect new outlets
- Perform activations as per decided by ASM
Execute visibility implementation & Merchandizing
- Ensure adherence to plan-o-gram
- Ensure execution of primary & secondary Merchandizing
- Ensure execution of Visibility Implementation
Implement launch of new consumer promos / trade schemes & new products
- Operationalize new product through communication & sampling
- Effectively communicate schemes to AWSM to ensure right sell-in at the dealer point
- Track & review performance of new products / schemes
Market Intelligence
- Collect & report required market information on competitor activities like promotions (trade & consumer), service day, off-take, prices, new launches, visibility etc
Maintain records & systems
- PJP data
- MIS reporting
- Ensure Hub of UDAAN
Represent Britannia for consumer complaints
- Visit consumer to address & sort quality complaints.
- Inform Quality about status of complaint
